Heights Dermatology

Snapshot

2nd-largest dermatology private practice in the US; primarily Texas + NC + Tulsa OK; Medallion prospect in active sales discovery.

Profile

~24 providers (mid-level heavy — NPs/PAs); 30 locations; ~8 acquisitions per year (2–3 per quarter); no in-house credentialing team, fully outsourced to current vendor.
Enrolled in ~120 payers (heavy roster-submission model for mid-levels); operates in underserved-area zip-code-specific plans plus commercial nationals (BCBS TX/NC, Cigna/Healthspring).
Current vendor SLA: ~60 days for new roster additions; vendor falling behind at scale.

Customer — Helder Molina (helder@heightsskin.com). Medallion — Josh Brunell, Enterprise Account Executive (josh.brunell@medallion.co); David Ezeobinwa, Business Development Representative (david.ezeobinwa@medallion.co).

Recurring cadences

Sales pipeline

Discovery call completed 2026-04-20; next call 2026-04-28 1pm CT — platform demo + pricing proposal; solutions consultant to join (Gong, 2026-04-20).
Scoping questionnaire to be sent by Josh Brunell covering: roster vs. direct-enrollment split across 120 plans, total roster templates, provider/location counts (Gong 2026-04-20).

Operational pain

Current vendor cannot scale with rapid acquisition pace (~8 practices/year); location-level contract management errors — BCBS TX removed main 20-year location after adding new TX site, resulting in claim declines; problem was undetected until denials arrived (Gong 2026-04-20).
No formal process for renegotiating payer rates as practice volume grows; Helder views rate renegotiation as a primary success metric (Gong 2026-04-20).
~120 payer contracts across TX, NC, OK + state-specific Medicaid/zip-code plans; complexity growing with each acquisition (Gong 2026-04-20).

2026-04-20 — David Ezeobinwa initially quoted ~$50K; Josh Brunell corrected on-call — volume (120 payers × providers) places Heights well above the deal floor; revised proposal pending scoping questionnaire.
2026-04-20 — Helder expressed frustration with three contacts/meetings without a concrete price; Josh committed to delivering a scoping questionnaire + full pricing proposal before the 2026-04-28 call.
2026-04-20 — Helder open to delegated credentialing in future (“doesn’t want two companies”); Josh clarified delegated credentialing is not an add-on charge, but requires payer agreement setup.